A firm once made purchasing decisions based on which supplier had the lowest cost. But once cash flow was healthy, purchasing decisions were made based on the fastest delivery of goods and services by firms. In this case, delivery speed is clearly the order qualifier.

Question

Quizplus · Accepted Answer

In this scenario, delivery speed is the order winner, not the order qualifier. The order qualifier would be the basic criteria that permit the firm's products to be considered by customers (previously cost), while the order winner is the criterion that wins the orders (now delivery speed).

A Firm Once Made Purchasing Decisions Based on Which Supplier